Dipak Jajal

NBTC Group is a family owned diversified group of companies into Engineering & Construction, Heavy Fabrication, Manufacturing, Inspection Services, Rental of Equipments, Trading and Project Supplies with its corporate office in Kuwait and branch operation in UAE - Abu Dhabi & Saudi Arabia. In jan 2011, they appointed me as an Acting GM / Management Consultant & advisor to oversee the UAE operation and head the business unit with P & L Responsibilities. Apart from this, I extend my experience at a Group Level and contribute in all the areas of business at strategic level as well as decision making related to diversification.
With 2 major projects with Takreer valued at 125 M AED and the UAE operation being new, my role is as under -
-Building up the structured organisation with responsibilities & role well defined in all areas
-Recruitment at Senior & Middle Management, Supervise Operation
-Direct supervision of sub-contracts & procurement personnel to optimize the cost and manage approvals from the Clients
-Managing all the issues related to Client, PMC & EPC including change orders, variation claims, progress invoice and payments
-Setting up Estimation & Tendering Team, Business Development / Sales Cell to ensure continuity of business
-Building up Equipments fleet & Construction Accessories
-Setting up Trading & Supply Division to meet with in-house requirement for all the offices as well as to cater to major EPCs with the complete package for the entire project
-Relationship Management with the key clients, PMC, EPC, Sub-Contractors, Suppliy Vendors & Principals
-To observe the bottom line and motivate the team to work towards maintaining consistent bottom line,
-Supervise, support & motivate the Business Development / Tendering & Estimation Team and oversee their day to day operation and also co-ordinate with RESPECTIVE Kuwait team
-Building Team Efforts through Motivation and Management

Trans-Asia PLS is an Oil & Gas Service Company focused around Pipeline & Process Industry related services with corporate HO in UAE and operation base in the MEA Region as well as South-East Asia Including India.

Steering the organisation with support to MD & Team in UAE and strategically managing the entire organisation with P & L Responsibilities.

Major focus being in the following areas -

- Leading the exiting team of senior managers as well as bring in new talent to restructure the organisation into a new direction for it be professionally structured

- Working towards taking the revenue generation to the next level by expanding the customer base and in the process of Territorial Expansion to the new region.

- Working on diversification into new business verticals that is complimentary to the existing Pipeline Integrity Services - core strength of the company.

- Review & Restructuring the organization, define Short Term and Long Term Objectives as well as define new management roles with respect to the objectives, recruitment of the senior management role at appropriate stage

General Manager with STANLEY Oil & Gas / Inspection - Multinational Global Corporation that is engaged into Pipeline Related Business & Equipments / Oil & Gas / INSPECTION Services / Heat Treatment / Field Joint Coating / Engineering / Manufacturing / EPC / Infrastructure / Construction - onshore and offshore.

• The General Manager is an active member of the Inspection Group & EMEA Leadership team, Responsible for leading all Stanley CRC-EVANS works in the Middle East including the Pipeline Induction Heat SBU, developing the functional strategic, transactional and tactical goals and objectives, with Total & Overall P & L Responsibilities for the Region.

Leadership and Management
• Contribute to the evaluation and development of the MENA Region organizational strategy and performance in conjunction with the Leadership team.
• Plan, develop and implement SBU strategy ensuring alignment to the agreed organizational performance plans within agreed budgets and timescales.
• Work alongside the HR Manager & HR Business Partner to manage career development of senior staff to ensure maximum productivity and retention. Reporting Shifted to President of Stanley Inspection due to organization structure changes at the corporate
• Liaise with all functional/departmental managers and Country Managers to ensure they are fully informed of operational objectives, purposes and achievements.
• Maintain awareness and knowledge of contemporary strategic & operational development theory and methods and provide suitable interpretation to employees within the organization
• LEADING the Country Managers in the Region, LEAD Project Management Team from Concept to Conclusion on several projects across the region, Supervise & guide during execution, overseeing the budget and cost control to reflect on the P & L performance of the SBU as planned for the fiscal year.
Business Management
• Establish and maintain appropriate systems for measuring all aspects of aspects of operational management and development.
• Monitor, measure and report on operational issues, opportunities and development plans and achievements within agreed formats and timescales.
• Ensure activities meet with and integrate with organizational requirements for quality management, health and safety, legal stipulations, environmental policies and general duty of care.
Financial
Oversee the cost-efficiency and profitability of the MENA Region.
• In conjunction with the Regional Financial Controller & Corporate Finance Director, monitor the financial results and assess internal cost-efficiencies.

Client Contact/Professional Relations
• Use extensive commercial expertise to provide clients with strategic consultation and cost-effective solutions.
• Develop and maintain on-going relationships with key industry contacts, govt relations and oversee CRM through Country Managers in the Region

Business Development
• Identify and manage new business opportunities to support business growth.
• Reinforce ways to ensure competitive advantage through encouraging the delivery of customer centric solutions.

Provide highly strategic and tactical leadership as General Manager (UAE) of this leading Group (4 companies) headquartered in Oman engaged in the business of Trading-Switchgear Manufacturing and Engineering & Construction, producing US $ 400 Million in Annual Sales revenue. Maintain complete autonomous decision is making authority within the areas of strategic planning, new business development and diversification, sales and marketing, finance, operations, procurement, human resources, legal compliance, Information Technology and P & L performance functions. Work directly with the Managing Director & Board Members to set both strategic and operational goals and objectives. Directly supervise 7 Senior Strategic accountable for the entire UAE Operations.
•Provide the MD / Board with the organizational information & Present to the MD/Board tactical, operating and financial plans in line with the agreed Vision and Strategic Plan.
•Develop overall corporate business plan & operating policies in conjunction with various functional executives and direct development and implementation of procedures required to carry-out the objectives of each. Support the MD / Board in its primary responsibility of strategic planning. Establish an organizational climate conducive to maximizing employee potential and productivity. Maintain and develop teamwork within the management staff.
•Financial analysis for the company and setting up budgets, ensuring efficient operational management of the business.
•Track all departments’ performance and review their activity, Identifying new areas of opportunity for fast growth. Establishing and reviewing Development, sales growth, Marketing with analysis to the situations.

Key Strategic Accomplishments:.
•Credited with the role of managing successfully the setting up of the switchgear manufacturing plant of the company in UAE. Recruited top management team for controlling the operations of the company.

Directed daily operations and business plan implementation of this leading company engaged in the business of Oil Field Supplies & Services and producing US $ 175 Million in Annual Gross Sales revenue having total staff strength of 900. Fully accountable to the General Manager / Board of Directors to provide visibility and monitor productivity. Directly supervised 5 staff members.

• Responsible for exploring, identifying and seeking business opportunities in the B2B projects business for the company products and services in the Oil & Gas Sector - ENP / EPC in Abu Dhabi Region, in the assigned territory of Middle East Region covering the entire GCC, Iran, Yemen, Syria, Iraq and other North African Countries.
• Grew Annual Sales of the company from ground zero to AED. 200 Million.
• Established contacts and developed relationships with clients in order to secure business.
• Worked closely with the Top Management. Provided advisory services to Sales Team / Corporate Office, Country Managers in the Region Reported to the GM and Board for Strategic Decision making, budgeting, forecasting and advised on Investments and Returns and the bottlenecks and problem areas.
• Chaired Meetings determined and defined operational strategy in order to maximize market share and profitability.
• Initiated and organised what is required to achieve the business objectives in the major projects.
• Executed daily operations of creating design proposals, prequalification documents, and catalogues, Seminars & Technical Presentations, Field Trials, for participating in tenders and was actively involved in the commercial discussion and negotiations.
• Travelled extensively as a Corporate Ambassador, generating high visibility for the company. Identified new markets to penetrate and recommended strategic plans to increase business.
• Organized and managed Trade Shows & Exhibitions.

Provide leadership and direction as Business Manager - Middle East & Africa Region of the company engaged in the business of manufacturing and distribution of Transformers & Switchgears - (Power - Upto 20 MVV 36 KV) & Distribution (Upto 2.5 MVA 36 KV), Transformers to IEC 76, BS 171, NEN 27161, Package Substations upto 1600 KVA with Lucky-UK RMU, Oil Type or SF6 Gas Type, L.V. & MV Switchgear Assemblies and Equipments. The Annual Turnover over of the company exceeded over US $ 33 Million and it had total regional staff strength of 100. Reported to the Chairman.
•Responsible for managing strategic and tactical sales planning for promoting the sales of Transformers & Switchgears for the assigned territory of MIDDLE EAST / AFRICA Region through Channel Partner Management •Direct responsibility for achieving Revenue Budget set and agreed with the Management including profitability forecast including the preparation and implementation of annual operational plan with business management in individual markets.
•Achieved sales growth of 100%. Contributed to annual business planning process with other areas in order to create clear goals for the business which reflect marketing priorities for the Products of the company.
•Identified, selected and appointed Distributors for the Region. Responsible for Distributors / Third Party relationship management, implementation of Annual Operations plan to achieve set objective. Strategizing and supporting large bids / tenders.
•Successfully managed to open new markets like Qatar / Kuwait/ Saudi Arabia / Yemen/ Jordan/ Cyprus/ Syria / Lebanon/ Bahrain/ Uganda/ Bangladesh / Kenya.
•Conducted market studies and survey to determine market conditions and potential.
•Successfully managed to penetrate in the Private Sector through Project Management Teams (PMT), Consultants, Contracting and Engineering firms in the region for their Turnkey Projects.

Responsible for enhancing profitability, sales, and market share through the implementation of strategic and tactical sales plans for promoting the sales of Electrical / Instrumentation & Test Measuring Instruments through Corporate companies from Oil & Gas Industry - EPC & MEP Contractor engaged on Oil & Gas (Aramco + Jubail Belt) & Power (SCECO-E) Sector Projects in the assigned territory of Eastern Province of Saudi Arabia through Project Sales. Fully accountable to the Branch Manager.
•Direct responsibility for achieving Revenue Budget set and agreed with the Area Sales Manager including profitability forecast, Promoted sales of Electrical / Instrumentation & Test Measuring Instruments Products of Saudi Cable Co/ Riyadh Cable Co., Saudi Pipe Co. Ltd, Saudi Ega Ltd, Raychem Saudi Arabia Ltd, General Electric Co. & GE Group of Companies, Appleton Electric Co, Hawke Cable Glands Ltd, USA, Alpha Wire Corporation, USA, Simel, France, Wheatland, USA, W.J. Furse & Co. Ltd. UK, Matsushita Electric Co. US, MK Electric-UK & MK Electric (Singapore) Pte Ltd, GENT Ltd (MK Group), UK, 3M Gulf Ltd. USA, Klein Tools, USA, Almetek Industries Inc. USA, Unix, USA, Instrumentation.
•Maintained market share of products and business development by analyzing and cross checking competitors’ activity. Revitalized and strengthened relationships with top management of multinational/ international companies, which accelerated revenue growth and market share
•Communicated with clients frequently to understand their requirements and the principal manufactures. Followed up with Consultants, PMT, End Users & EPC as well as MEP Contractors for product information and approvals.
•Techno-commercial negotiations with customers and principal suppliers to optimize the profit level, Maintained up-to-date MIS and business forecast, projections of the yearly Annual sales, Coordinated technical seminars, industrial Exhibitions and Trade Fairs.

Business Development, Relationship Management, Tendering & Sales, Project Execution Co-ordination with Project Owners & Consultants & with the Project Team of the copmany

 LV Control Panel, DBs, MCCs and PCCs, PLC & Mimic Panels, AC & DC Drives
 Bus-ducts up to 3200 Amps., Bus-Risers
 Instrument Panels, Electrical T & M Instruments & Panels, Process Control Devices
 Distribution & Power Transformers

Responsibilities :

 Marketing & Direct Sales, Pre-qualification & Approval
 Detailed study of customers Requirements & Specifications
 Coordination with Design / Production Division
 Estimation and Bid Preparation
 Close follow-up with Consultants, Clients & Contractors
 Technical & commercial negotiations & Order Finalization
 Execution till payment realization, commissioning & after sales service coordination